Telecom Talk
“As a catalyst we bring disruptive technologies to make a difference” Q) What is the present focus for Brocade in India? The focus is to help our customers build networks that are simple, flexible, scalable and deliver high performance with technologies that conform to open standards. Some of the key focus technology areas are Virtual datacenters, IPV 6 migration, application delivery platforms and converged networks. Brocade is focused on the 5 verticals for the Enterprise/IP business- Service providers; government, financial segment, healthcare, media and entertainment and education. Q) How would you define your journey so far? What are some of the biggest challenges that you have faced here? Brocade is a catalyst – we bring disruptive technologies to make a difference Brocade is not into “me too” products – we believe in building for the next decade – technologies that make address the needs of the customers. Brocade has enjoyed market leadership positioning in SAN because of its ability to deliver best-in-breed products that require minimal management resources. Now, 3 years after the acquisition of foundry networks, Brocade is very well positioned in the IP space. Brocade solutions are built-for the cloud, so cost 40% less than current technology. In addition it provides customers investment protection; they don’t need to discard their existing infrastructures.
As more and more customers of today move towards the next generation technologies like the cloud, the CIO’s are coming under pressure because of the shrinking budgets and a need to do more with less. Brocade is presenting innovative solutions that are built-for the cloud, so cost 40% less than current technology. Mobility spoke with K P Unnikrishnan, APAC Marketing Director of Brocade Communications, about the company’s current focus and future prospects to target the Indian market.
Q) What are some of the verticals that you are focusing your product offerings on? Brocade focused approach is on the 5 verticals for the Enterprise/IP business- Service providers; government, financial segment, healthcare and education. In the SAN segment Brocade already enjoys a strong presence across all verticals and Brocade is increasing its footprint. Q) How does Brocade differentiate from its competition? Brocade is focusing on bringing products to the markets that have Unmatched simplicity, Non-stop networking, Application Optimization and Investment Protection. Brocade from a networking stand point gives the customer application provider choice and Infrastructure provider choice, hence allowing business agility and financial efficiency in a cloud atmosphere. Brocade wins customers for its technological leadership, innovation and deep expertise.
revolution by adopting new operating models and creating virtual enterprises. In doing so, they become much more agile and flexible, more efficient and less capital intensive and becoming more competitive, but only if the architecture is affordable and reliable. We expect this trend to continue into 2011 and are rosy about the outlook and opportunities ahead.
Q) What are your plans to expand here in India? In March 2011, Brocade made the announcement of USD 100 million investments in the APAC region where Brocade has driven 4 major programs 1: TRY BROCADE – the enterprises can have a Test drive of Ethernet fabrics with VDX/VCS technology, if they like it they can ship it or else Brocade take the equipment back. 2: DATA CENTRE MASTER PLAN – where Brocade jointly determine the target environment and business needs and let them learn about the functionality of the data centre as with the new transformation the data centre could be anywhere, it is about handling the data with the flexibility of managing the data without any loss. 3: TECHNOLOGY TRANSFER – Brocade understands that the right approach towards the system helps the business and so Brocade ensures that while the architecture grows and the network is building, the team is ready and hence Brocade drives this program. Q) What is your go to market strategy for India? Brocade follows a 100 percent indirect model through channels; therefore partners are on top of the agenda. Brocade’s overall Alliance Partner Network with strong focus on profitability and return on partnership has been well received by partners in India. They believe we have good strategy in place for networking landscape.” Our go-to-market strategy in India would include, • Our Partners • Partnerships with GSIs.
Q) How do you make sure that you develop good customer loyalty on the long run from your customers? Brocade provides them with simplified architecture so they spend minimal resources for managing the system. Brocade designs around the following basic principles: • Investment protection for customers • Reducing complexities • Non – stop networking • Simplified networks • Best in breed products that require minimal management resources
Q) What kind of trends do you see in the market in terms of converged devices and next generation access technologies being deployed by operators? Enterprises are taking advantage of the convergence MOBILITY www.mobilityindia.com
JUNE 2011 | 27